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Wednesday October 30, 2008   

Topic: Sales Leads

Reference: Curran, John J. “Get Sales Leads Online.” FSB, September 2008 pp.71-72.

In this economy generating viable sales leads is perhaps even more important than in the recent past. Generally leads are more effective when they are coupled with background information and provide the caller with a way to connect or break the ice. A number of organizations subscribe to software platforms or lists to help support their lead generation requirements. Sources used include Yahoo Business, Google, Jigsaw.com, Thomasnet.com, Constant Contact and others. I was surprised at the number of opportunities available for industry specific lead generation online (e.g. referencefor business.com).

Wednesday October 30, 2008 

Topic: Sales Leads

Reference: Curran, John J. “Get Sales Leads Online.” FSB, September 2008 pp.71-72.

In this economy generating viable sales leads is perhaps even more important than in the recent past. Generally leads are more effective when they are coupled with background information and provide the caller with a way to connect or break the ice. A number of organizations subscribe to software platforms or lists to help support their lead generation requirements. Sources used include Yahoo Business, Google, Jigsaw.com, Thomasnet.com, Constant Contact and others. I was surprised at the number of opportunities available for industry specific lead generation online (e.g. referencefor business.com). In the referenced article, the commentator (also the author of a new book entitled “Take the Cold out of Cold Calling”) extols the virtues of internet search using special techniques to refine search results. Generic searching can be a waste of time if done improperly.“[E]mployees each year waste $107 billion of their time in fruitless web searches. And that doesn’t include the cost of lost opportunities.” The commentator indicates that search can be more fruitful when coupled with parameter codes such as “”, +, *, company names, titles, email addresses, file types and the like. For example you can look for a company specific .pdf file by searching for a filetype joined with a company name. “Example: Ford + filetype:pdf.” In the article the commentator points out the power of the asterisk in queries. “Using Google, enter “vice president of *” + Nucor” to obtain a list of vice presidents at the company listed on other web pages. This is really helpful insight and it can make online search more effective. I will add the commentator’s book to my wish list. Using these techniques can definitely reduce wasted search time. I also believe that local business journals are good sources for lead generation. Not all of the answers are online. You have to use a variety of techniques to gain potential client knowledge, contacts, and the ability to make leads less cold. Ultimately success here depends on consistent effort and the application of the best available information. Let me know your thoughts on ways that you are managing and improving your cold calling effectiveness.